Increasing our impact: analysis at the heart of policy
BIS Analysts’ Annual Conference
16 April 2013Tera Allas
Director General
Strategy, Analysis and Better Regulation
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Today’s discussion
• There is no single recipe for improving the impact of analysis
• But there are some common themes to reflect on
• We are already getting lots of things right, with growing demand
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We already recognise it’s not just about the facts
Were thefacts correct?
Were the factspersuasivelypresented?
Were therecomm-endations
compelling?
Was the timing
and styleright?
Did they agree with the
recomm-endations?
Did they make
the right decision?
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But often our good intentions may not have the right effect
Intention Action Impact
Example 1
Persuade decisionmakers not to intervene ina particular
market
Explain in detail the conceptual risks and challenges of intervention in a market
Frustrated decision maker, may ignore the advice
Example 2 Propose an innovative solution that meets Gvt needs through improved information, illustrated with 2-3 “killer facts”
Interested decision maker, keen to hear more
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So we need to experiment and adapt our approach over time
Intention Action Impact
Evaluation(Did it work?)
Innovation(What else
should we try?)
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Today’s discussion
• There is no single recipe for improving the impact of analysis
• But there are some common themes to reflect on
• We are already getting lots of things right, with growing demand
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We should start by knowing our audience
Not anexpert
Lots of otherinfluencers
Personalpreferences
Busy
Tired?
Confused?
What on earthare they tryingto say here?
Impatient?
That guy at the dinner was
very compelling...
I’ve got to run –where’s the summary?
Worried?
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Typically, brevity, clarity and relevance are at a premium
Comments I hear about analysis in decision making• What is the unit here?• I don’t understand what they are trying to say• There are no real, concrete facts here – just theory• Am I supposed to think this figure is big or small? Why?• Why couldn’t they have summarised the key conclusions upfront?• I want their considered opinion – I already knew that “it depends”!• OK, so the evidence is mixed; what am I supposed to do now?• Why am I reading this / listening to this again?• This is all very interesting, but what are we going to do about it?• I was trying to work out this chart, but – quite frankly – gave up• I’m not convinced – stakeholders tell me something totally different
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And rational argument is only one influencing approachInfluencing tactics
• Appealing to friendship (asking for help)
• Socialising
• Consulting
• Appealing to values
• Modelling
• Alliance building
• Exchanging (trading/negotiating)
• Legitimizing (using authority)
• Stating (making a direct request)
• Logical persuading
Source: Interpersonal and Interactive Skills, McKinsey & Company, Inc.
Are we over-relianton the intellectual
influencing tactics?
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Today’s discussion
• There is no single recipe for improving the impact of analysis
• But there are some common themes to reflect on
• We are already getting lots of things right, with growing demand
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There are many recent examples of great BIS analysis
Migration
People Survey
Spending Roundpreparation
IndustrialStrategy
Science andinnovation
Access to finance
BusinessCases
BudgetAllocations
Macroevents
Scotland
EU
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Our customers are happy and asking for more
“It is like having a Rolls Royce service
at your disposal”
“We have actually done the text book analysis
here”
“Could we have the analysts have a look at
the impacts first?”
“I’d like to see more evidence before we make a decision”
“No-one has quite managed to do this
before in BIS”
“We don’t run the organisation on
anecdote – we need facts and evidence”
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Further reading*
• BIS style guide
• Guidance on submissions
• Killer Slides material
• “Say it with charts”
• Extreme presentation method
• “Pyramid Principle”
• Influencing Skills
* Please contact Tera’s office ([email protected]) if you’d like further information